by Adam Shapiro | Apr 24, 2019 | Uncategorized
This week a CEO client of mine sent the above image to me with a question: “What should A**’s “sales cadence” calendar look like? Here’s what we have so far . .” I can be scatterbrained, so forgive me that the first thing that came to mind was that I received...
by Adam Shapiro | Mar 13, 2019 | Closing, Presenting, Sales Process, Today's Lessons, Uncategorized
While getting off a ski lift in Park City last month, I spotted the “Bat Signal” telling me a client was in distress. Okay, yes, I am being a pretentious A–, clients don’t “need” me that way, and it was merely a phone call. But I was on vacation! “We made...
by Adam Shapiro | Feb 1, 2019 | Careers, Sales Leader, Sales Management, Sales Process, Today's Lessons, Uncategorized
Do you ever get the feeling that the universe is trying to teach you something? I had heard of the word “heuristic” before but really didn’t know what it meant. Then, the past few weeks – My daughter Hannah described for me her research work...
by Adam Shapiro | Jun 6, 2018 | Careers, Marketing, Today's Lessons, Uncategorized
“Press it!” Cousin Ira said. Ira believes in hot and cold dealers and dice, karma, good runs and bad luck. I had been on a good run of luck and to Ira, this is precisely the time to raise your bet. Me? Not so much. I guess I paid attention too much in math and logic...
by Adam Shapiro | Nov 16, 2010 | Careers, Presenting, Sales Leader, Tools, Uncategorized
MUST USE COUPON CODE: KINDLE via www.leadstrat.com Wow, I just read that my client Leadership Strategies is giving away a free Kindle with attendance at one of their public workshops. If you lead meetings or workshops of any kind, you need the facilitation skills they...
by Adam Shapiro | Jun 29, 2009 | Uncategorized
See Part 1 here.Working with the curious, it helps to nurture, not push.Next up, John Holland – co-author of the CustomerCentric Selling book, methodology, and coursework – did a great job as usual putting into perspective what is happening today between...
